The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition

Index

A

Accessories:

men’s attire and

of top performers

women’s attire and

Achievement cycle:

activating

goal commitment (subconscious imprinting)

goal-focused action steps

past

Achievement pattern activities

Acknowledgment, of prospect’s comments

Action phase, in sales reluctance

Action plan, developing

Action steps, for “wow” service experience

Activating achievement cycle

Activating buzz factor

Act of kindness, committing to

Advertised, being as

Advertising/advertisement:

affluent consumers and

awareness of

campaigns, impact on affluents

mistrust in

spending

trust in

truth in

Affluent Purchasing Decision (APD) Research

Affluents. See also Emerging affluents; Working affluents

buzz, methods for creating

criteria of

household income of

investable assets of

macro shifts

older

profile of today’s

standard of living of

Affluents sales opportunity:

achievement cycle

closing the gap

envisioning your future

traits of top affluent sales professionals

Airlines

Amazon

Amazon Effect

Apple Experience

as factor in purchase decision

online research

research facts

taking action

Ambition

America’s contemporary dress codes

Appearance, of salespeople

Apple experience

Apple store

Appreciation, expressing

Assertiveness, salespeople and

Assessment, of earning potential

Assets, management of

AT&T

Attendees, following up with

Attire:

appropriate

men’s

salesperson

women’s

Attitudes, of affluents

Attitude shift, of affluents

Automotive industry:

advertising in 2011

digital technology and

trust in advertising ...